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Title:  Strategic Product Group Rep - Azure NetApp Files

Location: 

Tokyo, Tokyo, JP, 104-0031

Requisition ID:  41742
Why NetApp?

NetApp, Inc. is the Data Authority in a Hybrid Cloud World. We are a hybrid cloud data services company, headquartered in California and ranked in the Fortune 500 since 2012. NetApp offers hybrid cloud data services that simplify management of applications and data, across cloud and on-premise environments to accelerate digital transformation. 
ネットアップは、ハイブリッドクラウド分野のリーディングカンパニーです。ネットアップはこれまで長年にわたってビジネスを変革し、業界標準を確立してきました。現在も、業界の常識を塗り変えるような開発が数多く進行しています。このような画期的な取り組みを支えているのは、新鮮なアイデアが生まれやすい、オープンでコラボレーションの盛んな企業文化です。ネットアップでは、考え方を共有し、常識を疑い、社員に権限を与えることで、独創的かつ斬新なアプローチを作り上げています。この働きがいのある最高の職場で、ぜひあなたの力と熱意を発揮してください。職務や役割の枠を超え気持ちを 1 つにしつつ、多様な考え方やバックグラウンドが活かされるチームがあなたをお待ちしています。 

Job Summary

This is a transformational role within NetApp that will drive Japan Cloud GTM with Microsoft Azure. This position will be responsible for all aspects of selling - partnering, GTM activities, sales enablement, pipeline management, sales opportunity reporting and sales management of NetApp and Cloud first sellers.  
このポジションは、NetAppおよびCloudのファーストセラーのパートナリング、GTMアクティビティ、販売実現化、パイプライン管理、販売機会レポート、販売管理の販売のすべての側面を担当します。ネットアップでのAzureビジネスグループの第一人者として新規のお客様の開拓に従事いただくポジションです。

Essential Functions: 

The role of the Azure NetApp Files (ANF) Business Development Executive is to align the NetApp GTM strategy with Microsoft Azure GTM. This role is primarily responsible for building relationships with Microsoft stakeholders and customers across the region and acts as the business development lead for Azure NetApp Files (ANF) This role will also help customers evaluate ANF for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.   Azure NetApp Files(ANF)ビジネスデベロップメントマネージャーの役割は、NetApp GTM戦略とMicrosoft Azure GTMを連携させることです。この役割は、主に地域全体のマイクロソフトの利害関係者および顧客との関係を構築する役割を果たし、顧客がアプリケーションのANFを評価し、要件を満たすソリューションを推奨し、導入への障害を避け、顧客満足度の向上を促します。

 Key responsibilities include: 

・Develop and maintain a sales growth plan that includes mapping to the appropriate Microsoft resources, prospect into Account Team and Specialist Team units to build relationships, prospect into NetApp account teams, Prospect into end customers, manage sales opportunities for ANF, create a sales pipeline and deliver a revenue forecast to Azure Business Group leadership  
・Focus on hunting for the acquisition of new customers for ANF across the assigned countries  
・Working closely with both the Microsoft and NetApp field sellers to sell ANF into Microsoft Azure customers  
・Identify new workloads in existing customers for ANF  
・Disciplined in business-management; adaptable to a culture of accountability; build a strong and active business network; meets sales targets and operational standards.  
・Build and transform new markets and lead transformational shifts for our customers. Develop, communicate and provide high business impact solutions that enable digital transformation  
・Maintain and develop a positive Customer and Partner Experience (CPE), per the foundational goals and aspirations of Microsoft  
​​​​​​​・Clear communication, status, and leadership will be essential to succeed. As this is an emerging space, the ability to pivot quickly and try new ideas will also be required  

Job Requirements: 

・Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and large dollar licensing and deal negotiation  
・Experience in prospecting and developing new customers, as well as new business within existing customers.  
・Experience and expertise selling large cloud deals to senior business decision makers by aligning and reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria  
・Ability to solve customer problems with the Microsoft Azure cloud platform, specifically solutions related to new internal LOB apps and external facing apps, migration to cloud, Hybrid cloud, datacenter infrastructure  modernization, DevOps/DevTest along with knowledge of enterprise and competitive cloud solutions  
・Clear and demonstrated understanding of Cloud Services or SaaS sales and consumption processes  
・Clear and demonstrated understanding of the various capabilities of Microsoft Azure Marketing and GTM Channels  
・Ability to work in a fluid environment and possess a creative mindset for new forms of storage consumption/pricing models  
・Proven ability to work collaboratively and be open to direct feedback  
・Develop and grow a sales opportunity pipeline and manage a collaborative sales campaign  
・Ability to define an operationalize a plan within an established company  
・Be able to articulate a business case for the established direction/investment in this space  
・Fluent in Japanese and English 

求められる適性について: 
・お客様にとっての最適なソリューションの検討 
・各種ソリューションの提案、導入 
・自社、アライアンスパートナー、社外の技術コミュニティとの連携 
・導入前後の技術的側面におけるフォロー 
・パートナー企業向けの技術支援や指導の実施 

Education & Experience:

・10+ years demonstrated new sales acquisition success, leading high-growth, emerging businesses a plus.  
・Experience in selling either cloud services or some other form of annuity-based technology product is an advantage  
・Multi-lingual (Mandarin, Cantonese, Bahasa) is an added advantage but not a must  
・Broad company & business experience, especially in go-to-market roles  
・Proven success managing a diversified business, global responsibility a plus.  
・A Bachelor of Arts or Sciences Degree in Electrical Engineer or Computer Science; or related field is required. A Graduate Degree is desired.  

推奨される学歴や経歴: 
・10年以上にわたる販売買収での成功体験、高成長を支え、ビジネスに収益をもたらせる方。 
・クラウドサービスの販売かサブスクリプションモデルなどの販売の経験 
・ビジネスレベルの英語力、マルチリンガル(中国語、広東語、バハサ・マレーシア語/インドネシア語)であれば尚可 
・市場参入の役割での幅広い企業とビジネス経験をお持ちの方 
・多様なビジネスを管理でき、責任能力のある方 

Our Culture

If you ask anyone at NetApp why they work here, the answer is inevitably the same: it’s the people. At NetApp, we place trust, integrity, teamwork, and caring at the heart of what we do. As such, we’ve created a culture where people feel empowered to make a difference; where we’re passionate about innovation and collaboration; and where we take care of each other, our customers, our partners, and our communities simply because it’s the right thing to do.
We are an equal opportunity employer committed to a diverse workforce.
ネットアップの原動力は文化であり、人です。「なぜネットアップで働くのか」社内の誰に尋ねても、口を揃えてこう言うでしょう。「魅力的な仲間がいるから」ネットアップでは、信頼、誠実、チームワーク、思いやりを日々の業務の中心に据えています。そのためには、変革を起こそうという意欲が芽生える文化、イノベーションやコラボレーションに情熱を注ぎ、同僚、お客様、パートナー、コミュニティを気遣う文化を築くことが大切であると信じ、実践しています。

Global Diversity, Inclusion, and Belonging

We fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to cultivate a higher performing organization. 
Our strategies include: 
 Deliver inclusive leadership and mitigating bias learnings for all levels of management 
 Launch of Global Business Impact and Allies groups 
 Advance a global culture where leaders and employees are modeling diverse and inclusive behaviors which increases innovation, higher performance and customer satisfaction. 
 Align and embed Global Diversity, Inclusion & Belonging initiatives into the strategic work of the organization 
 Measure progress through commitment and accountability 

求人要項

雇用形態:正社員・期間の定め無  
試⽤期間:3か月(試用期間中の勤務条件に変更はありません) 
就業時間:9:00-17:30 (フレックス制 or 裁量労働制) 
休⽇:完全週休2日制(土・日)、有給休暇、夏季休暇(3日)、年末年始(12/29~1/3)、ボランティア休暇(5日間) 
・通勤交通費、社会保険完備 
・退職金制度(401K)、総合福祉団体保険、団体長期障害所得補償保険、団体医療保険、社員持ち株制度、制限付き株式 

【福利厚生】 
■無料、もしくはディスカウントの各種ドリンク。 
■フルーツデー、おにぎりデー、ビアバッシュなど、オフィス内で様々なプログラムが実施されています。 

勤務地

東京オフィス(東京都中央区京橋2-1-3京橋トラストタワー) 
※受動喫煙措置についての記載:屋内禁煙(屋内喫煙可能場所あり)


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